CON7196: Oceaneering: Migrating from Oracle CRM On Demand to Oracle Sales Cloud

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CON7196: Oceaneering: Migrating from Oracle CRM On Demand to Oracle Sales Cloud

Alistair Pereria, OceaneeringKrishna Mulukutla, Oracle

October 2nd, 2014Oracle Confidential – Internal/Restricted/Highly Restricted


Safe Harbor StatementThe following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Oracle Confidential – Internal/Restricted/Highly Restricted 3


Program AgendaModern SellingOracle Sales Cloud Release 9Industry Solution HighlightsOceaneeringNavigating Oracle OpenWorld

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Modern Selling



Sell More, Know More, Grow More Modern Sales in the Cloud

Fast & EasyEasy to deploy, easy to

use, easy to adapt

Mobile & ProductiveComplete mobility drives sales results

Insight Driven

Effective & Revenue Generating

Modern selling tools to drive performance

CollaborativeIntegrated communication, coaching and team selling drive productivity

Powerful analytics optimize sales performance1

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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 7

The Complete Solution

Integrated Customer Experience Foundation

Integrated Customer Experience Foundation

Social Network Mobile Analytic KPIs & Dashboards Predictive Analytics Integrations

Globalizations and Statutory Localizations

Web

MobileSocial

In-Store Contact Center Field

Service Direct Sales

Channel


Oracle Sales Cloud



Oracle Sales Cloud Overview

Mobile Partner Relationship Management

Extensibility and Platform-as-a-Service

Social Sales Automation

Sales Performance Management Analytics Customer Data

Management


• Usability: No-Training UE, Simple, Faster Ramp Up for Sales Reps• Mobility: Anytime, Anywhere, Disconnected capability• Extensibility: Configure for SaaS, Customize with PaaS• Analytics: Embedded, Real-Time, Predictive• Functionality: Sales Automation, Sales Performance, Partner Relationship

Management• Social: Integrated, Collaborative, Pervasive, Document sharing• Integrations: Prebuilt Integrations with CX Suite, Siebel, and ERP• Industry Solutions: Communications, Financial Services, Consumer Goods, High

Tech & Industrial Manufacturing

Key Areas of Focus


CUSTOMER EXPERIENCE DEMOCustomer 360



Improved Mobile ApplicationsSmartphones and Tablets - Anywhere, Anytime

• Task-driven smartphone app: Call Report• Attachment support for smartphones• Inline social conversations• Mobilytics app for sales executives on iPad



Simplified Sales AutomationT’S NEW WITH ORACLE SALES CLOUD RELEASE 9?Lead-to-Opportunity-to-Quote with Embedded Analytics

• 150+ new simplified pages:• Global search and list management• Activity management and team calendar• Opportunity sales coach and assessment• Price book configurations• Quote Management• Product recommendations

• Complete Lead-to-Opportunity-to-Quote process on your tablet and laptop

• Embedded analytics provides insight into core sales force automation metrics



Optimized Sales PerformanceStreamline your Sales Plan and Operations

• Empower sales managers to set targets and measure revenue and sales activities for their sales reps

• Expedite rollout of territory changes with automated transfer of territory geographies between environments

• Enable sales managers to edit quotas offline with quota import/export

• Accelerate compensation plan review, approval, and acceptance with customizable plan document and approval workflow

• Improved support for multi-currency calculations with currency conversion rate import



Streamlined Channel Sales ExecutionReduce Response Time to Partners


• Partner 360 Overview pages for channel account managers

• Automate lead distribution to partners using territory or rule-based assignment

• Self-Service Partner Portal is intuitive and easy-to-use

• Lead Management• Opportunity Management and support requests• View quotes and proposal provided by channel

managers


Embedded AnalyticsReal-time Analytics to Manage your Business

• View 8 prebuilt real-time dashboards for executives to track performance

• Over 130 sales metrics, more than 20 sales dimensions and 50+ prebuilt reports are available to use from any device

• Empower sales managers to measure and track sales activities by sales representatives, customers and opportunities.

• Create custom trending reports up to 15 months to capture forecast and pipeline changes.

• One-click access to all your reports in one place; share analytics insights with team members.



Customer Data ManagementEmbedded Data Quality and Data Enrichment

• Fuzzy Account and Contact matching using Oracle Enterprise Data Quality (EDQ) to detect duplicate records

• Matching rules supports standard and custom attributes

• Enrich Customer 360 data using Oracle Data Cloud Service

• Complete Dun and Bradstreet data available for real-time enrichment

• 50+ social handles including LinkedIn, Twitter, Pintrest, SlideShare, etc



Extensibility: Configure, Customize, and Integrate Tailor User Experience

• Top level custom objects support for simplified pages

• Field Grouping for simplified pages layout• M:M data relationships• Multiple child objects support for custom subject

area• Tailor with Icons and Themes• Dynamic page layout for Smartphone • Create workflow approval process for child objects

and enhanced email notifications



Find out what is available today as value-added solutions

Oracle Cloud Marketplace URL

Gmail ISV partners:

App by PathInfotech Pvt. Ltd.

App by CompanionLink Software, Inc.

Oracle Cloud Marketplace



Oracle Sales Cloud Industry Solutions

Highlights



Tailored for IndustriesPrebuilt Reference Architectures Accelerate Adoption & Time to Value

A Blueprint with Best Practices for Industries

•Communications•High Tech & Industrial Manufacturing•Consumer Goods – Retail Execution•Financial Services – Retail Banking


Customer Experience



Company Overview

Oceaneering International, Inc. provides engineered services and products primarily to the offshore oil and gas industry, with a focus on deep-water applications.

Rely on CRM solution to support exponential growth objectives across multiple business units within 4 business segments.

12,200 Employees globally HQ: Houston, TX, USA. Industry: Oil & Gas


Continue Organization Growth


Company OverviewContinue Organization Growth


Challenges

Optimize Lead to Quote to Order to Cash process. Create pipeline visibility across products/services and

business units to enable central management and optimization of cross- and up-sell opportunities.

Operate as one company across all regions and business units.

Analyze Total Available Market. Analyze growth and sales activities to increase market

share of existing products and identify opportunities to introduce new products or services.




Benefits



Consolidated single source of truth for prospects and opportunities.

Align sales /operations teams around customers needs resulting in improved customer satisfaction.

Enterprise analytics to adjust strategies according to growth objectives.

Engage users with an easy and common UI across mobile and desktop platforms.

Full featured mobile offering including support for execs to approve bid/tenders.


Anticipated Results



Provide concise view on our total available market by region, business unit, and products/services.

Improve forecast accuracy and roll-up aggregated sales pipeline.

Improve executive visibility across the organization to make the right decision at the right time.

Increase user productivity via Simplified UI, on smart-phone, tablet and desktop platforms.

Improved focus on Key Account.


Why Oracle Sales Cloud?



AnalyticsMobilityScalabilityUsability


How Critical is Oracle Sales Cloud



OracleSalesCloud

- Account Management- Contact Management- Opportunity Management- Online Bid/Tender Approval

- Customer Master- Product Master- Sales Order History

- Enterprise Data Warehouse- 360°View of Customer- Executive Dashboards

- Total Available Market


Key Takeaways



Key Takeaways• No-training user experience for sales reps, sales managers, channel account

managers and partners

• New task-driven smartphone app to increase sales rep productivity and adoption

• Performance dashboards and analytics bring real-time information to sales executives

• Configure, customize, integrate to meet your unique business requirements

• New industry solutions: Communications, Financial Services, Consumer Goods, High Tech & Industrial Manufacturing



Navigating Oracle OpenWorld and Beyond



Visit the Sales @ CX Central KiosksOracle Sales Cloud: Core Sales Force Automation (SFA) Oracle Sales Cloud: Sales Reps Productivity on Smartphones Oracle Sales Cloud: Managing Your Business using Tablets Oracle Sales Cloud: Sales Analytics Oracle Sales Cloud: Sales Performance Management Oracle Sales Cloud Configuration and Customization Oracle Sales Cloud: High Tech and Industrial Manufacturing Oracle Sales Cloud: Financial Services and Retail Banking Oracle Sales Cloud: Telecommunication Oracle Sales Cloud: Consumer Packaged Good - Retail Execution Oracle Sales Cloud: Integrating Sales, Marketing, CPQ and Service Oracle Sales Cloud Integrations with CRM On Demand, EBS, JD Edwards and SiebelCRM On Demand: Leveraging the Cloud to Enhance Customer Experience CX for Sales Reps: Sell More with Oracle Sales CloudCX for Sales VPs: Grow More with Oracle Sales Cloud CX for Sales Reps: Using Oracle Voice for Improved Productivity


Sales VP’s Join US: Oracle Sales Executive Summit 2014The NEW Home of the SF 49ers - Levi’s Stadium, November 12

• Learn from top experts on Modern Selling who will share strategies that:– Turn “B players” into top performers with a more

productive selling approach – Enable real-time coaching to build pipeline and establish

best practices– Inspire great teamwork with social, mobile and content-

sharing in the cloud

• Network with your VP Sales Executive peers and get an exclusive, behind-the-scenes tour of the new stadium!

• Contact: mailto:[email protected]



Key Resources at Oracle.com/openworld

• Focus on Documents –Go to: Oracle OpenWorld-Sessions-Customer Experience-Sales

• Oracle Sales Cloud–Videos, Data Sheets and Product readiness resources

• Oracle Sales Cloud – YouTube


CON7196: Oceaneering: Migrating from Oracle CRM On Demand to Oracle Sales Cloud

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